Sales Confidence B2B SaaS Sales & Revenue Leaders In-Person Event | 21st September 2022 | Co-Hosted By Owen Richards

On Wednesday 21st September, we joined Sales Confidence for their popular in-person event for Sales & Revenue Leaders, at the De Vere Grand Connaught Rooms in London…

…to learn and network with the top business and sales leaders responsible for some of the fastest growing SaaS companies in the UK and Europe.

James Ski hosted the event alongside our Founder & CEO, Owen Richards, and they were joined by a panel of inspiring industry speakers, including:

Ali Z. Syed – Director of International Revenue and Growth at ZoomInfo
Brigid Fox – Revenue Leader at Apheris
Nicola M. Doherty – Director of Enterprise at Gong
Alice Carlisle – VP Sales at 1E
Pete Blackhurst – Vice President Sales International at Trackforce Valiant

Why watch?
Learn from the top business and sales leaders responsible for some of the fastest growing SaaS companies in the UK and Europe, and achieve the competitive edge necessary to accelerate your own growth and success.

LIVE Event: The Great Sales Debate – Cold Calling Vs. Inbound Marketing

Sometimes the recipe for a good discussion is to simply pick an important topic, invite a few experienced people who disagree with each other, and then sit back and listen… so that’s exactly what we’re doing!

Join us for our latest live event series of 2022: The Great Sales Debate. Watch as we bring together some of the top sales and revenue leaders from around the world, to argue their cases in controversial sales and marketing disputes.

The third topic of the series is: Cold Calling Vs. Inbound Marketing – which is best for lead generation?

Everybody has an opinion, most have chosen a side. Our panellists have tried and tested in their field, they have their favourite and they’re ready to battle it out…

Fighting for team ‘cold calling’ we have:
Owen Richards – Founder & CEO at Air Marketing
Gerry Hill – Regional Vice President, EMEA at ConnectAndSell

And on team ‘inbound marketing’ we have:
Sam Dunning – Co-Owner & Sales Director at Web Choice
Justin Rowe – Chief Marketing Officer at Impactable

We are switching things up this month, with James Ski, Founder & CEO of Sales Confidence, hosting the debate! He will aim to challenge the viewpoints of our panellists and encourage a healthy debate, with tangible takeaways for everybody tuning in.

Who is it for?
Sales Leaders
Revenue Leaders
Sales Managers
Sales Development Representatives

ON AIR: With Owen Episode 66 Featuring Hannah Ajikawo – Practice Lead, EMEA at Skaled Consulting

Introducing our 66th episode of ON AIR: With Owen – our latest interview video series with honest conversation about scaling revenue, hosted by our Founder & CEO, Owen Richards.

Our 66th guest is Hannah Ajikawo – LinkedIn Top Voice in Sales 2021, Practice Lead for EMEA at Skaled Consulting and Director of Global Partnerships at Sistas In Sales.

Owen and Hannah discuss the sales process, with a particular focus on the discovery phase.

– What the discovery phase is and how it should be approached
– Common mistakes sales organisations make during discovery
– Where most companies are losing their way in the sales process
– The downfalls of a rigid sales process
– How the sales process has changed in the last 15 years
– The fear of breaking the learning trend in young SDRs
– How being ‘human’ and adding personality to your conversations makes you a more effective salesperson
– Being customer-centric: what it means and how SDRs can achieve it

We’re Merging Our Social Channels

Our official merge launch with sister company, Roots to Market, is fast approaching! Soon you will be able to see both sales and marketing content in one place…

In addition to valuable sales news and insights, we will begin to share enhanced marketing insights from all of Air Marketing‘s social media channels.

Stay tuned for further merge updates – make sure you’re following us so you don’t miss a thing:

Follow us on LinkedIn

Follow us on Twitter 

Follow us on Facebook

Follow us on Instagram

Follow us on Youtube

Outbound or Inbound Marketing – Which Is Best For Lead Generation?

When you’re looking to sell your product or service, is it best to write a blog or pick up the phone?

You can split all marketing channels into two separate camps – inbound and outbound marketing.

Outbound marketing is anything you can use to broadcast a sales message to prospects, including direct mail, media ads, out-of-home (OOH) advertising and, of course, telemarketing.

A newer concept enabled by the rise of the internet, inbound marketing refers to marketing that appeals to people who are looking for an answer to a question they have. Blogs, videos, podcasts, and social media are all good examples of inbound marketing.

Need an easy way to remember the difference? Outbound marketing is about ‘pushing’ a message to customers, while inbound marketing is about ‘pulling’ them in.

When you run a sales and marketing department with a limited budget, you might wonder which method is best for bringing in the leads. Many digital marketing agencies out there sing the praises of inbound marketing, which begs the question… what about outbound?

Let’s look at the pros and cons of each method, and which will drive the most leads to your business.

The advantages of inbound marketing

It’s cost-effective

If you don’t have much money to spend, inbound marketing can be a cost-effective option to grab leads and push prospective customers through your sales funnel. After all, it’s a lot cheaper to create a social media post than it is to hire a billboard!

According to HubSpot, inbound leads cost 61% less than outbound leads. Not only this, but you can easily incorporate online inbound marketing into your general digital marketing strategy, increasing cost-effectiveness even more. For example, combining your blog posts into your search engine optimisation (SEO) strategy to rank higher for selected words and phrases on Google and Bing.

It feels less like an advert

The point of inbound marketing is that it entertains and educates prospective customers, encouraging them to find out more about your business. Take, for example, our ON AIR: With Owen podcast series!

People are now getting savvy to marketing that feels too much like a sales pitch. We can now fast-forward through ads, block cold calls on our mobile phones and hide ads online. It’s estimated that over half of people now use ad-blocking software on their computers.

As inbound marketing draws people in, they’re more likely to stick around to see what your call-to-action is.

The advantages of outbound marketing

It’s easier to scale

With inbound marketing, you’ll eventually run out of people to promote your content to. There’s no point doubling your inbound budget when your target audience has been entirely saturated, and you’ve run out of interest.

The benefit of outbound is that you can use it to convince someone who might not have been looking to buy your product or service, meaning you can target more people.

It lets you promote yourself to the right people

Inbound marketing may bring you lots of leads, but there’s no guarantee they’re the right ones for your business. As a result, your sales and marketing team may have to spend a disproportionate amount of time qualifying and scoring these leads.

With outbound techniques like telemarketing, you can speak to potential customers directly, asking the right questions to see if they’re a good fit for your product or service. Plus, as you get an immediate response, you can see those sales rack up a lot more quickly.

Want to appeal to more customers and get more leads? Use both types of marketing

Many marketers think they have to choose between outbound and inbound marketing when promoting their business. However, the truth is that both work best when used together.

Inbound marketing is perfect for targeting people who know what they want; they just need a little nudge in your direction. For example, let’s say you sell green energy solutions for businesses. You can create a content marketing strategy that attracts people that want to know more about the different types of green energy and how your company can help.

Conversely, outbound marketing lets you promote your organisation to businesses that hadn’t considered green energy solutions before. A targeted telemarketing campaign enables you to introduce your business to potential customers, understand their pain points, and discuss how you can support them.

By using inbound and outbound marketing together, you can ensure that all parts of your sales funnel are covered, and your business gets the high-quality leads it deserves.

Need help with your inbound and outbound marketing? Team Air can help create a marketing and sales solution that covers all your requirements. Contact us today to find out more.

ON AIR: With Owen Episode 65 Featuring Nicki Paterson – Chief Growth Officer of Solutions Driven

Our 65th guest is Nicki Paterson, Chief Growth Officer of Solutions Driven.

Owen and Nicki discuss the importance of a growth plan in a business.


– What a growth plan is
– The importance of being informed by data and the important metrics when it comes to growth
– Nicki’s take on demand vs headcount growth